Price Objection Handling

Document 5 recent price objections in a spreadsheet with columns: Objection Statement, Prospect Context (budget, company size), Your Response, Outcome; identify patterns in why prospects push back on price.

Create 3-5 price objection response frameworks: Value Reframe ("$20K seems high, but you're losing $100K/year—this pays for itself in 10 weeks"), ROI Proof (share case study with similar savings), Payment Flexibility (offer quarterly vs annual), Discount Logic (volume discount, multi-year discount).

Set pass threshold: successfully overcome >=3 out of 5 price objections (prospects move forward after objection) within 1 week.

When prospects say "too expensive," diagnose root cause with questions: "Compared to what?" "What budget did you have in mind?" "What's the cost of not solving this problem?" "How are you measuring value?"

Use pain quantification from discovery to reframe price: "You're spending $100K/year on this problem. Our $20K solution saves you $80K annually—would you spend 20 cents to save a dollar?"

Log objection handling attempts in Attio with fields for objection_type, response_framework, and outcome (moved forward, still negotiating, lost); track success rate per framework.

In PostHog, create events for price_objection_received and price_objection_handled with properties for response type and outcome.

For objections you can't overcome, identify why: insufficient pain quantification? champion not strong? no budget allocated? missing economic buyer? Document root causes.

After 1 week, analyze which response frameworks work best; if >=3 out of 5 objections are overcome, you have a repeatable process.

If threshold met, document winning objection responses and proceed to Baseline; if not, refine value messaging or improve discovery quality to prevent weak objections.